Digital Cloud Solution Architect

At Small Medium Enterprises and Channel (SME&C), we are leading a fast-growing, Artificial Intelligence (AI)-powered global sales team—one that is deeply driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry's most significant investments. Leveraging the power of AI and our extensive partner ecosystem,we are redefining how businesses of all sizes adopt technology to drive growth and innovation.

SME&C is more than a sales organization—it's a culture of innovation, opportunity, and inclusivity. Here, you'll be part of a diverse, performance-focused, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do. If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business.

This role is part of Global SMB segment, working primarily with digital natives, enterprises, and small businesses that maintain a direct relationship with Microsoft. Success is measured by net-new revenue contribution; workload adoption and expansion across the assigned portfolio.

Responsibilities

Sales Customer Engagements

• Proactively engages with and reaches out to customer technical decision makers

and influencers proactively and independently. Utilizes information on customer

business, industry, needs, competitive landscape and key priorities to support

customer's digital transformation, challenge them when necessary, and position

the customer to deliver architectures. Keeps up to date with customer

information, industry and market trends, and compliance regulations.

deep technical and market / industry knowledge to build credibility with customers

individually or at scale.

technical discussions with customers and establishing rules of engagement (e.g.,

role boundaries, handoff strategies) for extended teams, leveraging knowledge of

processes (e.g., Managed Service Provider, co-sell Partners), tools, and programs

(e.g., FastTrack, End Customer Investment Funds).Searches for customer

references to use in engagements.

demo sites, virtual sites) with limited managerial support and proactively engages

product and support teams (e.g., engineering) to remediate blockers by

conveying impact.

customer engagements through capacity planning, prioritization, capabilities

assessment, and utilization of resources. Receives instructions to prioritize

resources and works to maximize selling time to achieve scorecard objectives and

subsidiary strategy as directed.

Scale & Collaboration

product and engineering teams to enhance team capabilities and develop

compete strategies.

oversees demonstrations (e.g., Architectural Design Sessions, Proof of Concept

sessions) of solutions based on multiple Microsoft products through initial

engagements.

Microsoft solutions / products that support customer's business outcomes.

Identifies opportunities to promote usage.

and aligning internal stakeholders and leveraging and expanding relationships

with partners.

Architecture Design and Deployment

requirements, addresses them with technical architecture(s), and demonstrates

and proves the capability and value of those solutions through design

collaboration sessions with the customer / partner.

costs) for multiple technical solutions across technology areas to prove the

proposed architecture design. Moves the customer forward from pilots to

productive deployments by rooting pilots in business impact. Appropriately

leverages growth levers (e.g., Azure Credit Offer [ACO]) to ensure successful

adoption of POCs.

Provides thought leadership for technical architecture design, development, and

deployment and supports the customer / partner throughout pre-sales and / or

implementation.

configurations, sample coding) to accelerate architecture implementations, and

routes non-technical issues for removal by appropriate party.

minimize business and / or technical risks, defines customer / partner conditions of

success, adheres to quality assurance, and calculates risks whilst designing and / or

delivering solutions.

Driving Customer Success

with partners to align with customer's digital transformation initiative and expand

customer success coverage as a discipline. Establishes cadence for checking in

and reporting on people, process and technology progress.

resource (e.g., OneList, End Customer Investment Funds) items across territories

so they can be added and prioritized. Represents the customer to product teams

to shape products and services by providing insights across the territory.

value to the customer, collaborating with sales team and driving new workloads.

Builds on her or his network and industry experience to connect customers with

ideas, people, and resources to new support customer opportunities. Cultivates

the strategic image of Microsoft as a valued business partner that serves a wide

range of customers / partners by aligning the vision for Microsoft cloud

technologies with future industry needs. Creates a vision with business solution

scenarios and partners / services that helps the customer meet their business goals

and achieve their long-term corporate vision. Enables partners to a certain extent

on projects to be a part of the client-side team.

actively identifying new engagements. Holds peer teams accountable, and brings

insights to drive success of Microsoft cloud solutions by taking ownership of

milestones within engagements. Drives One Microsoft mindset.

Technical Leadership

domain knowledge and practices expertise by communicating with customers,

partners, and senior colleagues to expand knowledge of architecture.

knowledge of Microsoft cloud solutions and their context in the competitive

landscape. Provides thought leadership by acting as role model for the architect

community and consistently sharing knowledge to increase the functional or

technical skills and expertise of peers in ways that impact career goals and

business outcomes.

community calls, sessions, hackathon, etc., and acts as a mentor for their

technology area. Contributes and participates in Customer Executive Briefing

Center sessions. Shares best practices internally on community calls and drives

recognition of Microsoft Cloud solutions through presentations and

engagements with external audiences.

present and educate customers and colleagues on the capabilities and benefits

across Microsoft solutions / products. Ensures customer cloud platform

enablement by gaining buy in at the C-level for cloud platform readiness and

orchestrating various resources within Microsoft, partner, and customer resources

to get them on board with Microsoft's cloud platform environment readiness

initiative.

Other

Qualifications

Required / Minimum Qualifications

management of technology.

OR Relevant certifications from Microsoft or competitive platforms AND

8+ years experience in technical architect, technical consulting, design and

implementation, and / or technical sales in a quota carrying role.

OR equivalent extertise and experience.

Additional Or Preferred Qualifications

Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and / or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.

Skills Required

Technical Consulting, Digital Transformation, Capacity Planning, Technical Architecture, Technical Sales, Customer Engagement, Implementation